In search of the ultimate sales metric to measure the quality of the sales experience for the seller and buying process alignment.
In this insight we will help you to build the business case for getting involved earlier in the prospect’s buying process.
Your customer’s fear of change could lengthen the sales cycle and maybe even jeopardize the sale. However, if handled correctly it can be an ally in winning the sale.
Misreading the buying process is easy for sellers to do, but it can be costly. It happens because of gaps in the seller’s knowledge of the steps, paperwork, review points, information requirements and so on.
Is Your Needs Analysis Only Scraping The Surface?
What if your needs analysis is only scraping the surface? It may be effective in capturing a detailed list of product requirements and functional specifications, but that is not enough. Too often the buyer’s more fundamental underlying needs and motivations remain hidden.
The surprising benefits of losing control to the buyer
Buyers have discovered a new degree of freedom and control and they are guarding it jealously. However, research suggests that sellers may well benefit from thinking they can control the buyer.
Don’t get paralyzed by the buyer’s process. Don’t let it stop you selling. Even if your selling is limited to submitting a tender response, with little interaction with the buyer in advance, don’t cast aside the basics of either solution selling or relationship selling.
Buying has become increasing structured and process-driven. The steps in the buyer’s process therefore have a major bearing on the speed and indeed the success of the sale.
But adopting a less rigid view of buying process is important if the salesperson is to do his, or her job well. It requires adopting a non-linear view of the sales process, or what we like to call sales hopscotch.
Choice is good. That is a fundamental principle of western economics. However research now suggests that the choices contained within your sales proposals and quotations can have an important role in determining success.
What are the core beliefs or principles of modern procurement? Whether you are a manager running a department or a salesperson selling into an organization you need to know them. They impact on selling as much as buying. In this insight we will share with you the new rules and ethos of buying in large organizations.
Key Account Management (KAM) too often suffers from a one-sided view of the relationship. In this insight we will challenge you adopt the buyer-perspective on the relationship. That includes the tools and concepts used by buyers to managing suppliers.
How well do you understand the key trends in buying? That is the trends that are changing how your customers buy. Take a short quiz to find out.